Solution Sales Expert : Customer Experience (CX) (Mumbai)

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At SAP, we keep it simple: you bring your best to us, and well bring out the best in you. Were builders touching over 20 industries and 80 of global commerce, and we need your unique talents to help shape whats next. The work is challenging : but it matters. Youll find a place where you can be yourself, prioritize your wellbeing, and truly belong. Whats in it for you? Constant learning, skill growth, great benefits, and a team that wants you to grow and succeed.
Role Overview
The Solution Account Lead (SAL) is a strategic leader who combines deep SAP expertise, business acumen, and end:to:end solution area domain knowledge to drive LoB cloud revenue, customer success, accelerate adoption of innovation (especially AI), and position the organization as a market leader. The SAL shapes transformative solutions and delivers measurable value to customers through thought leadership, innovation, and strategic execution-supporting both specific Lines of Business (LoB) and the overall "One SAP " strategy.
Key Responsibilities
Account Ownership and Strategy: Serve as the LoB owner for assigned accounts, developing and executing strategic account plans that align with customer goals, business objectives and broader account plans by account team.
Drive End:to:End Customer Value Journey with Domain Expertise: Provide solution area domain expertise and thought leadership to understand and address high:priority business challenges. Lead end:to:end process mapping and the customer value journey, owning the transformation roadmap for the LoB.
Pipeline and Opportunity Management: Identify and develop new business opportunities within existing accounts, contributing to pipeline growth and revenue targets.
Product Success and Innovation: Drive go:to:market for new products, engage early with customers, validate solutions, and influence the product roadmap. Lead AI and innovation initiatives (e.g., BDC, Knowledge Graphs, scalable PoCs, Joule agents).
Enablement, Demos and Prototypes: Support solution advisors to ensure demo system readiness and manage enablement programs. Collaborate with Demo and Learning teams to provide updated assets and trial environments as part of scalable enablement programs as well as customized demos, POCs and prototypes with customer specific data.
Value Proposition and Executive Engagement: Collaborate with value advisors to create compelling narratives articulating ROI, value leakage and competitive advantages. Conduct strategic discovery, run value leakage, AOTP workshops and deliver persuasive pitches with ways of solving distinct customer business/buying:center challenges to accelerate executive buy:in and drive demand independently of RFPs.
Commercial Negotiations: Navigate complex pricing and contractual discussions, balancing client expectations with organizational profitability and cloud revenue growth.
Adoption and Consumption: Support Customer Success Management (CSM) communities, secure references, and manage escalations. Collaborate with CS and CS and D adoption teams to ensure successful delivery of solutions and services, monitoring outcomes and driving continuous improvement to maximize customer value.
Customer Success and Field Impact: Own LoB deal cycles, renewals, enablement, and executive engagement. Elevate customer discussions to prioritize investment and drive measurable outcomes.
Relationship Building and Governance: Drive C:suite engagements and Buying Center Alignment by fostering long:term high:value relationships and convert executives into advocates and brand ambassadors. Conduct Quarterly Business Reviews (QBRs) with customers and internal stakeholders focused on solution adoption, innovation, risks and opportunities.
Ecosystem and Partner Engagement: Own relationships with strategic consulting partners (e.g., McKinsey, Bain, Accenture, Deloitte, PwC, EY) to co:innovate, develop joint go:to:market str
Job Type: Permanent